Welcome!

Cognitive Computing Authors: Liz McMillan, Pat Romanski, Elizabeth White, Yeshim Deniz, Karthick Viswanathan

News Feed Item

C9 OppScore Uses Predictive Analytics to Drive Forecast Accuracy, Close Rates and Sales Cycles

Two Years of R&D and $30M of Investment in Advanced Machine Learning Analytics Produces Industry's Most Accurate Predictive Models

SAN MATEO, CA -- (Marketwired) -- 06/09/14 -- Today C9 unveiled C9 OppScore™, a powerful sales opportunity scoring and ranking service that enables sales teams to identify which deals in their current pipeline they will win -- with over 80% accuracy. Early C9 OppScore deployments have identified more than twice as many winnable opportunities as conventional forecasting systems based on sales rep commitments.

The culmination of two years and $30 million in investment, C9 OppScore's advanced machine-learning analytics have been embedded into each of C9's predictive sales forecasting applications.

C9 OppScore accurately predicts revenues for multiple quarters and provides specific guidance for maximizing win rates so sales teams can effectively allocate resources and optimize their operations. "C9 OppScore launches a new era in sales forecasting. Its predictive analytics provide early signals that tell sales teams where they'll land and how to mobilize around the right opportunities," said Justin Shriber, C9's VP of Products. "C9 OppScore could be the best hire sales teams make this year."

Most predictive sales technologies are based on lead scoring because they can't access the detailed data required to score sales opportunities. In contrast, C9 has built the world's largest repository of pipeline data, including the hundreds of data changes that occur over the course of each deal. "Having all the data changes for more than two trillion dollars of opportunities over several years gives C9 OppScore a unique advantage," said Andy Twigg, CTO at C9. "Our uniquely rich repository enables algorithms to dig deeper and see further than competitors."

As C9 OppScore analyzes the enormous dataset, its machine-learning approach uses "ensembles" of hierarchical models to discover the dynamics that drive every opportunity score. By understanding the product, industry, account and execution factors behind each opportunity, sales teams can focus on the issues that drive its score and close the deal.

Early C9 OppScore customers have doubled or tripled the number of winning deals they uncover at the start of the quarter. "We have a disciplined sales organization and forecast accuracy is a key focus for us," said Steve Rutledge, VP of Global Sales Operations, Genesys. "C9 greatly increases our ability to identify the deals we'll win. Now, on the first day of each quarter, I already know where the majority of my revenue will come from -- so we can focus our resources on deals that matter. I've seen a lot of sales tools in my career, but C9 OppScore is delivering real-world value in a new and uniquely powerful way."

C9 OppScore Key Capabilities

  • Score -- C9 analyzes hundreds of internal and external signals to formulate a score for every opportunity. This enables sales managers to objectively assess the strength of their pipeline, to refactor "sandbagger" and "happy ear" forecasts, and to take early action on opportunities at risk of pushing out of the current quarter.
  • Cues -- C9 analyzes thousands of closed opportunities to isolate factors that fueled wins and others that derailed deals. It then finds these factors in open opportunities to identify at-risk deals and to encourage behaviors that speed the sales cycle.
  • Embedded Data Science -- C9 OppScore has been integrated into C9's Pipeline, Forecasting, and Sales Execution applications to give sales teams timely access to predictive insights and advanced opportunity scores in their everyday workflow.

C9 OppScore provides the forward visibility sales organizations need to define today's priorities based on tomorrow's success. As an integral part of C9's suite of predictive applications, this new offering furthers C9's mission to accelerate revenue growth by enabling the predictive sales organization.

About C9

C9 delivers predictive sales and marketing applications that enable companies to increase revenue, generate more precise forecasts and mitigate pipeline risk. By combining data science with products that improve sales and marketing execution, C9 enables leading companies such as Yahoo!, Pitney Bowes and Google to drive predictable growth.

Media Contact:

Kristi Kilpatrick
Email Contact
650-302-6404

More Stories By Marketwired .

Copyright © 2009 Marketwired. All rights reserved. All the news releases provided by Marketwired are copyrighted. Any forms of copying other than an individual user's personal reference without express written permission is prohibited. Further distribution of these materials is strictly forbidden, including but not limited to, posting, emailing, faxing, archiving in a public database, redistributing via a computer network or in a printed form.

IoT & Smart Cities Stories
"The Striim platform is a full end-to-end streaming integration and analytics platform that is middleware that covers a lot of different use cases," explained Steve Wilkes, Founder and CTO at Striim, in this SYS-CON.tv interview at 20th Cloud Expo, held June 6-8, 2017, at the Javits Center in New York City, NY.
The deluge of IoT sensor data collected from connected devices and the powerful AI required to make that data actionable are giving rise to a hybrid ecosystem in which cloud, on-prem and edge processes become interweaved. Attendees will learn how emerging composable infrastructure solutions deliver the adaptive architecture needed to manage this new data reality. Machine learning algorithms can better anticipate data storms and automate resources to support surges, including fully scalable GPU-c...
Predicting the future has never been more challenging - not because of the lack of data but because of the flood of ungoverned and risk laden information. Microsoft states that 2.5 exabytes of data are created every day. Expectations and reliance on data are being pushed to the limits, as demands around hybrid options continue to grow.
Dion Hinchcliffe is an internationally recognized digital expert, bestselling book author, frequent keynote speaker, analyst, futurist, and transformation expert based in Washington, DC. He is currently Chief Strategy Officer at the industry-leading digital strategy and online community solutions firm, 7Summits.
The explosion of new web/cloud/IoT-based applications and the data they generate are transforming our world right before our eyes. In this rush to adopt these new technologies, organizations are often ignoring fundamental questions concerning who owns the data and failing to ask for permission to conduct invasive surveillance of their customers. Organizations that are not transparent about how their systems gather data telemetry without offering shared data ownership risk product rejection, regu...
Bill Schmarzo, author of "Big Data: Understanding How Data Powers Big Business" and "Big Data MBA: Driving Business Strategies with Data Science," is responsible for setting the strategy and defining the Big Data service offerings and capabilities for EMC Global Services Big Data Practice. As the CTO for the Big Data Practice, he is responsible for working with organizations to help them identify where and how to start their big data journeys. He's written several white papers, is an avid blogge...
When talking IoT we often focus on the devices, the sensors, the hardware itself. The new smart appliances, the new smart or self-driving cars (which are amalgamations of many ‘things'). When we are looking at the world of IoT, we should take a step back, look at the big picture. What value are these devices providing. IoT is not about the devices, its about the data consumed and generated. The devices are tools, mechanisms, conduits. This paper discusses the considerations when dealing with the...
Machine learning has taken residence at our cities' cores and now we can finally have "smart cities." Cities are a collection of buildings made to provide the structure and safety necessary for people to function, create and survive. Buildings are a pool of ever-changing performance data from large automated systems such as heating and cooling to the people that live and work within them. Through machine learning, buildings can optimize performance, reduce costs, and improve occupant comfort by ...
René Bostic is the Technical VP of the IBM Cloud Unit in North America. Enjoying her career with IBM during the modern millennial technological era, she is an expert in cloud computing, DevOps and emerging cloud technologies such as Blockchain. Her strengths and core competencies include a proven record of accomplishments in consensus building at all levels to assess, plan, and implement enterprise and cloud computing solutions. René is a member of the Society of Women Engineers (SWE) and a m...
Business professionals no longer wonder if they'll migrate to the cloud; it's now a matter of when. The cloud environment has proved to be a major force in transitioning to an agile business model that enables quick decisions and fast implementation that solidify customer relationships. And when the cloud is combined with the power of cognitive computing, it drives innovation and transformation that achieves astounding competitive advantage.